Some home builders post new information on their website every month. Some add something new every week. And there are those who put out something new every single day.

How often should you be talking to prospective clients?  Do you ever run the risk of “talking too much” and overloading prospects with information? 

Sometimes the line between sales and marketing gets a little blurry in the homebuilding industry. A lot of times it’s not clear when marketing is done with their job and the work of the sales department kicks in. But sales activity today (just like marketing) has changed over the past few years. It is no longer a matter of “getting someone out to see a model” and then hoping you can close the deal.

We all know how important referrals are in any business. But in the homebuilding business referrals are particularly important. After all, if you’re a builder, you’re in the “trust” business. When it comes to something as personal as a home, people simply want to work with someone they trust.

As a homebuilder your website is one of the most powerful marketing tools at your disposal. It’s fast, it’s relatively inexpensive, and it can be incredibly efficient at helping you generate leads for your business.

Smart homebuilders know the important role good marketing plays in the success of their business. But when it comes to setting their marketing budget (not their favorite activity in the first place) they scratch their heads and think: “I allocated X last year so I’ll allocate X+10% this year.” That kind of thinking, however, isn’t going to generate a 10% increase in sales.